The Holden Selling Tool provides structure that combines game-changing sales habits with real sales to show what is being overlooked and how to course correct. This software isn’t a warehouse for your data like a CRM. It’s an actionable space that gives meaning to sales plans and guides sellers to success.
First, sellers are guided to determine the value they can provide based on the needs of the customer. The tool outlines these aspects and helps to develop a value proposition that clearly defines your unexpected value.
Through CRM integration, sellers can add all relevant parties to the tool to assess the political landscape. By answering questions about each individual, you can see who falls within your Power Base and who you should pursue.
The customer is clearly identified, you know who has the influence, you’ve got value that goes above and beyond – all that is left is the plan to compete. Sellers can compare their areas of differentiation against the competition and see which strategy will most likely lead to success based on all the information provided. Once completed, an opportunity score is created.